austin browning trey clinton michael crump katie kelly jake zhang final presentation
DESCRIPTION
Phase I - Research Determined the appropriate industries to pursue and designated each team member to an industry Researched respective industries that fit the target market for this technology Compiled industry analysis Growth Revenue Sales Internal / external factorsTRANSCRIPT
AUSTIN BROWNINGTREY CLINTON
MICHAEL CRUMPKATIE KELLYJAKE ZHANG
Final Presentation
Introduction
Three phase process over the course of the semester
III. Contact
II. Prospecti
ngI.
Research
Phase I - Research
Determined the appropriate industries to pursue and designated each team member to an industry
Researched respective industries that fit the target market for this technology
Compiled industry analysis Growth Revenue Sales Internal / external factors
Phase II - Prospecting
CAN modeling was used for prospecting
CAN Model Characteristics
Activities
Needs
Send e-mailsFill out forms
Obtain responses andlocate appropriate representative
Exchange emails and schedule phone calls
Buffer CallTypically with a non-decision maker. Discover basic wants and needs
TeleconferenceIncludes inventor & OTT staff.specific wants and needs
Attention CallIntroduce technology ,lay groundwork,Get redirected
FAMILIARIZATION PREPERATION
Agenda Timeline
Revisit original prospects
TeleconferenceInclude s inventor & OTT staff
Attention call or
Buffer call
BYPASS
Aggressiveselling
CALL TO ACTION
Revised Agenda Timeline
Obtain responses andlocate appropriate representative
Exchange emails and schedule phone calls
Phase III – Strategy
Maintain and grow: Business communications Telemedicine Mid-sized entertainment
Scale back and adjust: Large entertainment companies Large military supplies Surgical supplies
Phase III – Maintain and Grow
Entertainment Target mid-sized companies Focus on content deliverers Gather 50 new prospects
Military Focus on smaller companies Gather new prospects
Phase III – Maintain and Grow
Michael transferred from large entertainment to business communications
Split business communications industry with Katie
Cloud Conferencing Video Conferencing Online Interviewing Webinars
Gather 50 new prospects
Phase III – Maintain and Grow
Jake transferred from surgical supplies to telemedicine
Split telemedicine industry with Austin
Gather 50 new prospects
Phase III – Second Adjustment
Progress from previous adjustment: Telemedicine
Reason for second adjustment: Reallocating resources
Phase III – Second Adjustment
• Switched to entertainment industry
Austin• Switched to business
communication industry
Jake• Expanding cloud-
based conferencing industry
Michael
Phase III – Second Adjustment
28 of previous prospects in Business Communications industry were contacted
4 stayed in contact
30 of previous prospects in Entertainment Industry were contacted
Results
Total Emails/Forms – 537
Total Phone Calls – 324
Active Accounts - 4
Prospects Contacted via E-mail
61
134
114
147
75
# of Prospects emailed/form
Military Communi-cationsBusiness Communi-cationsTelemedicineEntertainmentSurgical Supplies
Prospects Contacted via Phone
55
80
108
49
32
# of Prospects called
Military Communi-cationsBusiness Communi-cationsTelemedicineEntertainmentSurgical Supplies
Results
4 Teleconferences Military and business communications the most
prominent
Expressed Interest 8 from business communication 19 from entertainment 2 from telemedicine 4 from military communication
Recommendations: Industries
Business Communications: Wowza: Charlie Good, CTO, set up teleconference Industry growth: highest at 28% 43 prospects
Military: Rajant: Gary Anderson, SVP of Sales Look into home security and surveillance 26 prospects
Recommendations: Timeline
One month
Three months
Five months
Recommendations: Project
Challenges
Upcoming OTT projects
UASP improvements
Questions?